Questions all financial advisers need to ask: part 2

Here are three more questions Jarrell suggests to further engage your prospective clients:

1. What regarding your investment/finances/retirement concerns you the most? This question digs into the investor's intentions and reveals insights that their current adviser may have overlooked.
2. Do you feel like you are currently accomplishing your goals? Gauge their confidence in their plan. A simple ‘yes’ or ‘no’ can lead to deeper insights.
3. What would you like the next step to be? Regardless of their answer, suggest a follow-up appointment. If they hesitate, return to asking questions to uncover their concerns.

The bottom line

Jarrell emphasises that you are a stranger to your prospective client, and only trust will bridge that gap.

“In my office, I have a six-foot-long painting of the Brooklyn Bridge. It serves as a reminder to me that trust, and only trust, will bridge the gap between you and your prospective client. You will not do that with a handshake and a smile,” he said. “If you have a servant's heart backed with sincerity and integrity, you will be successful at whatever career you choose.”

By asking the right questions and building trust, you can create meaningful relationships that lead to successful outcomes for both you and your clients. Trust in the financial advising field is not just an asset; it’s a necessity.